Question 1

A _____ occurs when a firm purchases a product for the first time.

Accepted Answer

The answer of A _____ occurs when a firm purchases...

Question 2

How has e-commerce affected the pricing of commodities?

Accepted Answer

One of the consequences of e-commerce is

Question 3

E-commerce is conducted over the ______.

Accepted Answer

The answer of E-commerce is conducted over the ______....

Question 4

RFPs are best evaluated if the members agree on the criteria being evaluated and the importance of each.

Accepted Answer

A) True 
 B)False

Question 5

Firm may not allow their purchasing agents to accept gifts from potential vendors because:

Accepted Answer

A)  they want to compete with big corporations like Wal-Mart. 
B)  they do not want to violate rules set forth by the FTC. 
C)  they realize that perks such as these keep product costs low. 
D)  they don't want their buyers making decisions based upon personal gain. 
E)  they want to incorporate sustainability into their business practices. 
A)  they want to compete with big corporations like Wal-Mart. 
B)  they do not want to violate rules set forth by the FTC. 
C)  they realize that perks such as these keep product costs low. 
D)  they don't want their buyers making decisions based upon personal gain. 
E)  they want to incorporate sustainability into their business practices.

Question 6

The initiator is someone who recognizes that the organization has a need that can be solved by purchasing a good or service.

Accepted Answer

A) True 
 B)False

Question 7

Dana works as the secretary to Professor Sterling.Part of her job is to screen calls from publishers who want Sterling to include their books in her curriculum.Dana is,therefore,acting as a(n)_____ in the purchasing process.

Accepted Answer

A)  decider 
B)  influencer 
C)  user 
D)  initiator 
E)  gatekeeper 
A)  decider 
B)  influencer 
C)  user 
D)  initiator 
E)  gatekeeper

Question 8

The biggest purchaser of goods and services in the world is the U.S.consumer.

Accepted Answer

A) True 
 B)False

Question 9

_____ occurs when a small change in demand by consumers has a big effect through the chain of businesses that supply all of the goods and services that produce it.

Accepted Answer

A)  Joint demand 
B)  Assorted demand 
C)  Shifting demand 
D)  Fluctuating demand 
E)  Flailing demand 
A)  Joint demand 
B)  Assorted demand 
C)  Shifting demand 
D)  Fluctuating demand 
E)  Flailing demand

Question 10

Why is it difficult for firms to know what's considered to be ethical behavior and what is not?

Accepted Answer

Ethical behavior is not black and white.

Question 11

_____ are the people within the organization that first see the need for the product.

Accepted Answer

A)  Users 
B)  Gatekeepers 
C)  Deciders 
D)  Initiators 
E)  Influencers 
A)  Users 
B)  Gatekeepers 
C)  Deciders 
D)  Initiators 
E)  Influencers

Question 12

In B2B markets,_____ include wholesalers,brokers,and retailers.

Accepted Answer

The answer of In B2B markets,_____ include wholesalers,brokers,and retailers....

Question 13

As a(n)_____,Susie has to track advertisements in newspapers and other media to check competitors' sales activities.

Accepted Answer

The answer of As a(n)_____,Susie has to track advertisements in...

Question 14

A _____ occurs when a company wants to buy the same type of product it has in the past,but make some modifications to it.

Accepted Answer

The answer of A _____ occurs when a company wants...

Question 15

Derived demand occurs when demand is derived from the primary buyer of the product.

Accepted Answer

A) True 
 B)False

Question 16

Buyers have a small impact on the expenses,sales,and profits of a company.

Accepted Answer

A) True 
 B)False

Question 17

Influencers are people who will decide if and when you get access to members of the buying center.

Accepted Answer

A) True 
 B)False

Question 18

The Business Marketing Association has also developed a code of ethics that discourages bribery and other practices,such as disparaging a competitor's products unfairly and encourages treating one's suppliers equitably.

Accepted Answer

A) True 
 B)False

Question 19

Explain the concept of fluctuating demand.How does it affect firms in the B2B market?

Accepted Answer

Fluctuating demand is a characteristic o

Question 20

The business market is characterized as having:

Accepted Answer

A)  many customers, geographically dispersed. 
B)  longer decision cycles. 
C)  smaller total dollar amounts due to fewer transactions. 
D)  more reliance on advertising, Web sites, and retailing. 
E)  more reliance on mass marketing. 
A)  many customers, geographically dispersed. 
B)  longer decision cycles. 
C)  smaller total dollar amounts due to fewer transactions. 
D)  more reliance on advertising, Web sites, and retailing. 
E)  more reliance on mass marketing.

A _____ occurs when a firm purchases a product for the first time.

How has e-commerce affected the pricing of commodities?

E-commerce is conducted over the ______.

RFPs are best evaluated if the members agree on the criteria being evaluated and the importance of each.

Firm may not allow their purchasing agents to accept gifts from potential vendors because:

The initiator is someone who recognizes that the organization has a need that can be solved by purchasing a good or service.

Dana works as the secretary to Professor Sterling.Part of her job is to screen calls from publishers who want Sterling to include their books in her curriculum.Dana is,therefore,acting as a(n)_____ in the purchasing process.

The biggest purchaser of goods and services in the world is the U.S.consumer.

_____ occurs when a small change in demand by consumers has a big effect through the chain of businesses that supply all of the goods and services that produce it.

Why is it difficult for firms to know what's considered to be ethical behavior and what is not?

_____ are the people within the organization that first see the need for the product.

In B2B markets,_____ include wholesalers,brokers,and retailers.

As a(n)_____,Susie has to track advertisements in newspapers and other media to check competitors' sales activities.

A _____ occurs when a company wants to buy the same type of product it has in the past,but make some modifications to it.

Derived demand occurs when demand is derived from the primary buyer of the product.

Buyers have a small impact on the expenses,sales,and profits of a company.

Influencers are people who will decide if and when you get access to members of the buying center.

The Business Marketing Association has also developed a code of ethics that discourages bribery and other practices,such as disparaging a competitor's products unfairly and encourages treating one's suppliers equitably.

Explain the concept of fluctuating demand.How does it affect firms in the B2B market?

The business market is characterized as having:

What Is Marketing?

Strategic Planning

Consumer Behavior: How People Make Buying Decisions

Market Segmenting, Targeting, and Positioning

Creating Offerings

Developing and Managing Offerings

Using Marketing Channels to Create Value for Customers

Using Supply Chains to Create Value for Customers

Gathering and Using Information: Marketing Research and Market Intelligence

Integrated Marketing Communications and the Changing Media Landscape

Public Relations, Social Media, and Sponsorships

Professional Selling

Customer Satisfaction, Loyalty, and Empowerment

Price,the Only Revenue Generator

The Marketing Plan

Filters

Exam 4: Business Buying Behavior

A _____ occurs when a firm purchases a product for the first time.

How has e-commerce affected the pricing of commodities?

E-commerce is conducted over the ______.

RFPs are best evaluated if the members agree on the criteria being evaluated and the importance of each.

Firm may not allow their purchasing agents to accept gifts from potential vendors because:

The initiator is someone who recognizes that the organization has a need that can be solved by purchasing a good or service.

Dana works as the secretary to Professor Sterling.Part of her job is to screen calls from publishers who want Sterling to include their books in her curriculum.Dana is,therefore,acting as a(n)_____ in the purchasing process.

The biggest purchaser of goods and services in the world is the U.S.consumer.

_____ occurs when a small change in demand by consumers has a big effect through the chain of businesses that supply all of the goods and services that produce it.

Why is it difficult for firms to know what's considered to be ethical behavior and what is not?

_____ are the people within the organization that first see the need for the product.

In B2B markets,_____ include wholesalers,brokers,and retailers.

As a(n)_____,Susie has to track advertisements in newspapers and other media to check competitors' sales activities.

A _____ occurs when a company wants to buy the same type of product it has in the past,but make some modifications to it.

Derived demand occurs when demand is derived from the primary buyer of the product.

Buyers have a small impact on the expenses,sales,and profits of a company.

Influencers are people who will decide if and when you get access to members of the buying center.

The Business Marketing Association has also developed a code of ethics that discourages bribery and other practices,such as disparaging a competitor's products unfairly and encourages treating one's suppliers equitably.

Explain the concept of fluctuating demand.How does it affect firms in the B2B market?

The business market is characterized as having:

What Is Marketing?

Strategic Planning

Consumer Behavior: How People Make Buying Decisions

Market Segmenting, Targeting, and Positioning

Creating Offerings

Developing and Managing Offerings

Using Marketing Channels to Create Value for Customers

Using Supply Chains to Create Value for Customers

Gathering and Using Information: Marketing Research and Market Intelligence

Integrated Marketing Communications and the Changing Media Landscape

Public Relations, Social Media, and Sponsorships

Professional Selling

Customer Satisfaction, Loyalty, and Empowerment

Price,the Only Revenue Generator

The Marketing Plan

Filters